7 Signs That You Need ABM
Summer is in full swing. Work goes on, but at this time of year we like to remember that work isn’t everything it’s nice to have fun too. With that in mind, we thought we could combine both work and fun in this lighthearted take on what signs you should look out for to see if Account Based Marketing should be in your future. So here we go…
1. Your sales and marketing teams sit on other sides of the lunchroom.
Sales cannot function without marketing, just as marketing cannot function without sales. ABM helps redirect both teams to build a bridge instead of building a wall. Sales and marketing alignment is integral to the success of your ABM program.
2. Your sales and marketing teams are trying to reach prospects that simply aren’t interested.
Forget “spray and pray” marketing tactics and annoying cold calls. Many companies spend an unnecessary amount of time and resources sending out emails, directing advertising campaigns, and cold calling to companies that are either uninterested, or do not fit their target profile.
It is important to realize that in B2B marketing, one size does not fit all. It is integral for your company to treat each lead with the individual care and nurturing required to acquaint them with your company, and eventually close a sale with them.
3. Your VP Sales and CMO have a hard time reporting to the CEO, because of their lack of alignment.
Even top management is disconnected and confused these days! The results of a recent study conducted by the ANA (Association of National Advertisers), conveyed that “CEOs were clear that the job of the marketing manager was to understand sales and support them, while many marketers said they focus most on customer experience and not product and sales. In fact, 81 per cent of marketers said they did not think it was important to be well versed in sales, which show a true disconnect as senior leaders feel quite the contrary.”
4. You marketing team sends out a mass email offering a free White Paper Download, and prays for downloads.
Azalead’s ABM Software helps to prove ROI to ensure marketing is seen as a competitive advantage. Measuring campaign results elevates marketing’s contribution to business growth because valuable marketing insights like emails opened and display ads clicked allows your CEO to see marketing impact on sales.
5. Your sales rep looks beat after a Monday morning sales meeting that produced less than ideal results.
Azalead helps B2B sales reps provide more than ideal results! Buying signals inform sales reps when their target accounts are ready to engage. The Azalead product includes an ABM mobile app which provides sales reps with actionable sales intelligence including web pages visited, emails and ads viewed by target accounts. Monday morning sales meetings will be a breeze!
6. Your marketing team screams “WHAT IS HAPPENING?!”, when NOBODY registers for a webinar.
Two educational powerhouses, the Content Marketing Institute and Marketing Profs, teamed up to report that 61% of B2B marketers rate webinars as the most effective content-marketing tactic. BUT, webinars typically get a 25% attendance rate. Targeting the account you want to win the most with ABM will help to ensure that your marketing messages get in front of the accounts that are actually interested in your product or service.
7. Sales’s reaction when marketing sends over a Marketing “Qualified” Lead.
Finding high quality leads is one of the largest problems that B2B marketers face today. In fact, according to B2B Technology Marketing Community, 61% of B2B marketers find generating high-quality leads to be their biggest challenge. Azalead helps to solve this marketing pain point offering marketers an in depth look at the buying cycle of a prospect. From emails opened to display ads clicked, Azalead tracks a prospects engagement with your marketing material.
Challenges exist for all businesses, no doubt. But, today we have more and more marketing and sales tools that help you to focus in on your prospects and customers. The major hurdles are not as major as you might think, especially when you stop and turn your attention to the accounts that matter the most. Account Based Marketing is an IDEAL solution to end sales and marketing frustrations once and for all! Request a free demo today here.
Download our ABM through case studies guide and implement the best practices!